Vice President of Strategic Accounts - Specialty Retail

Job Type Full-time Description

O’Neill Vintners & Distillers was founded in 2004 with a simple idea from our founder, Jeff O’Neill, that great wines should be enjoyed by all. We believe those wines must be of exceptional quality, centered around our core belief that doing the right thing for our employees, consumers, partners, and the planet is key to a sustainable future. As our family-owned business has grown, so has our belief in business as a force for good. We are proud to be an industry leader in sustainability and a Certified B Corporation.

We are one of California's largest wineries, with operations in Larkspur, Sonoma, Paso Robles, and Parlier, CA. Our award-winning portfolio of consumer brands includes Line 39, FitVine, Harken Chardonnay, Rabble, Charles Woodson’s Intercept, Robert Hall, Allegro Cellars, Ram’s Gate, Substance, ViNO, 209 Gin, and BrandyLab.

The VP of Strategic Accounts leads the development and implementation of account strategies to maximize winery exposure and volume in a defined set of Specialty Retail off-premise chains, working to strengthen and build relationships within a defined number of key retailers covering the scope of the USA. This role will have both directly assigned dedicated accounts, as well as downstream accounts managed by direct reports. This role will work closely with Field Sales Regional & Market Managers to implement a more customized, consumer-focused selling effort in each of the targeted chain retailers.  

This role will work with Buyers using syndicated data to maximize our shelf and promotional presence with each key account and review the Retailer's sales performance against sales plans and objectives to identify opportunities. This position will maintain close relationships with internal sales contacts and Distributors to communicate execution expectations against programs sold and develop strong chain sales disciplines. This role will also collaborate with Trade Marketing to develop the necessary programs at the regional level to drive chain programs and ACV increases.

DUTIES AND RESPONSIBILITIES:

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

• Direct and manage all activities in their assigned accounts to maximize brand potential while meeting the needs of key national account retailers
• Leadership of a dedicated team and their assigned accounts
• Development of customized off-premise channel strategies, plans, and programs with the full portfolio of brands
• Assist in identifying individual account priorities and needs
• Create development plans for each chain and work to implement them
• Work closely with Strategic Account Executives, Execution Managers, and Distributors to drive compliance and program initiatives
• Work with any regional managers in calling on key regional accounts and develop/ maintain individual relationships. Work to permeate key national customer organizations to increase share of mind. Responsible for developing relationships above, around, and below the buyer to implement a “wire to win” strategy
• Implement Strategic Initiatives
• Develop, communicate, and implement national strategic initiatives and brand priorities for key national accounts
• Develop and execute successful programs with each of the assigned key national accounts in close coordination with the local regional and distributor contacts.
• Effectively communicate progress against initiatives
• Work with all key regional sales contacts to foster a team environment
• With Distributor key contacts and local account managers
• Critical functions of this position include building productive, cross-functional relationships with each division, specifically regarding the account level 
• Manage and deliver results within annual plan budgets
• Track Budgets to ensure that all spending is within company budgets
• Strategic planning, promotional effectiveness, and program execution

Requirements

QUALIFICATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

• Requires a BS / BA degree; additional sales training is a plus. 
• A minimum of 10 years of sales experience, including proven success managing a sales team that calls on a large number of diverse retailers or working with regional teams